B2B Archives - Ketner Group Communications

Let’s say you’re training to be the next Sanya Richards-Ross and you’ve got a track meet next spring that you’re planning to dominate. You bought the high-tech water bottle, the chicest of running outfits and have really committed to your weekly training schedule. You’re doing everything right! Except for one thing… you’re training in some worn-out Converse shoes you’ve had since high school. Your track meet rolls around, and you’re the fittest of them all, but before the first lap is over you’ve fallen behind your competitors.

In a similar way, Facebook and Twitter are still widely used and well-loved, just like that nifty pair of Converse shoes you’ve been hanging on to, but if you haven’t upgraded to some Nike trainers and aren’t including Google+ in your marketing efforts, you’ll be last place in the race for SEO success and B2B glory.

Google+ has taken off in the last several years as the search engine giant’s attempt at a new social platform. It initially landed on the social scene with a flop, but the good people at Google stood by their new product and have boosted Google+ into popularity contention with Facebook while surpassing Twitter and LinkedIn in active users. Over the course of its lifetime, it’s now become a widely used tool for businesses in virtually all verticals. So what can Google+ bring to the B2B marketing table?

Brands like Cisco Systems, Hewlett Packard and VMWare are taking advantage of the platform’s most beneficial B2B marketing uses. Here are a few things we can learn from these Google+ gurus:

When visiting their company pages, you first notice that they’ve put some actual thought into the look and feel of their profile. A visually appealing and interesting cover photo immediately catches the eye and can actually keep people on your page for a longer amount of time.
Outside of optical impressions, you can see that each company posts regularly on not only company updates, but industry news and current events. A consistent and relevant presence on any platform is a good rule of thumb, especially if thought leadership and industry expertise are important factors in your B2B campaigns for growing your customer base.
Hashtags, photos, infographics and videos are all great ways to beef up company posts that give profile visitors a more engaging experience overall. The more you can connect what you have to say to significant trends and hot topics in society, the more visibility you’ll harness for your brand. Making those connections noteworthy for your prospects can lead to a phenomenal B2B marketing program that could result in new customers.

Facebook and Twitter are obvious tycoons in the social sphere, but in terms of the best platform for business to business efforts, Google+ overpowers the other two outlets used mainly to talk to consumers directly. Its integrated features for SEO and video boost online visibility and its customizable categories in the form of circles is one of the best segmentation tools on the social web. Here are three main points to keep in mind when considering how your company can build its Google+ presence and why.

Highly Targeted Segmentation

Utilizing the circles feature in Google+ can make a world of difference in your efforts to reach specific groups, customers or prospects. By segmenting the companies and users followed by a company page, businesses can push out extremely specific information that can directly relate to any particular vertical your business has grouped into a circle. This kind of targeting is invaluable for B2B companies that need subdividing tools to effectively reach potential customers in various lines of business.

Sensational SEO

The entity that controls almost all search criteria and results for the entire internet of everything has created a social platform – you should be on it. Google+ places a great emphasis on search engine optimization throughout its whole platform, a huge differentiator from Facebook and Twitter. Because Facebook and Twitter restrict certain data from Google’s search indexes, time spent marketing on Google+ leads to more tangible SEO results as it is directly correlated to PageRank. This article on Social Media Today does a great job of outlining the real SEO benefits of using Google+ in your marketing and PR mix.

Hangouts: More than Just Video Chatting

google plus — photo by brianDhawkins on flickr

Businesses these days are looking for ways to integrate and optimize more and more, so while we have all come to love Skype, it may be time to streamline communication and use Google+’s Hangouts for all your video needs. It acts as a video chat application, eliminating extraneous platforms like Skype, but Hangouts leverage the power of Google and its partners to boost your online visibility. Hangouts can be recorded as videos and shared directly to YouTube, letting you share product demos with prospects, stream live presentations for interested parties that can’t attend the trade show your company is keynoting, or simply post general company updates from the executive team to your audience using a highly engaging channel. Internal uses include client meetings, staff meetings, training sessions and more that will help you and your company maintain a strong and effective hold on brand image.

Every dollar counts in PR and marketing budgets, so breathe easy when making the call to jumpstart your company’s Google+ presence – when done properly, you’ll get some major bang for your B2B marketing buck! Is your company on Google+? Post your comments and experiences here – we’d love to see how you’re using it!

Photo courtesy of SXSW Interactive Festival

Both Austin and myself are fully recovered from the sleepless madness that is the South By South West (SXSW) onslaught of all things branded and hipster and geeky-cool that is now a much-loved and/or much-hated March tradition, depending on whom you ask (and whether or not you ask them as they sit in gridlocked traffic courtesy of all the road closures).

Though March and April(!) have come and gone, as have the road closures, thank goodness, I’m still thinking about a few sessions at SXSW Interactive (SXSWi) that opened my eyes to new ideas, and that’s the true value of SXSWi. As a busy professional, and one of the 69% of PR professionals that eat lunch at their desks every day, it’s so easy to put on blinders as I sit, chained to my computer every day, waging war against deadlines and monitoring budgets. Everyone needs to shake it up sometimes, and two sessions in particular posed questions that, a month and a half later, I still can’t shake.

The first session that blew me away was #bingle, a joint session with Danny Sullivan, Founding Editor Search Engine Land at Google, and Duane Forrester, Senior Product Marketing Manager of Bing Webmaster Tools. A pure Q&A format, the conversation was fluid and candid as SXSWi attendees took to the microphone to ask the experts. See the whole #bingle twitter feed here—look at the tweets from March 8-14.

The main question I walked away asking myself was this: What is the value of wire distribution for press releases?

Search engines have been discounting press releases for SEO for years. So what’s the real value here? This question has come up a few times recently at KG, but hearing it directly from Google and Bing has increased our sense of urgency in reevaluating our internal processes. While we’ve always been very selective about which press releases we distribute via the wire and which circuits we recommend, we can still be more strategic in why and when we recommend wire distribution.

The other session that I still quote and think about daily (not exaggerating) was #socialb2b, “B2B Social Marketing: Blazing New Trails,” led by marketing experts Jamie Grenney, VP of Social Media & Online Video at Salesforce.com, Jason Bartlett, VP of Global Social Marketing at Xerox Corporation and Jeanette Gibson, Sr. Director of Social & Digital Marketing at Cisco Systems Inc. See the feed of tweets from March 11 here.

This session was packed with tidbits that have not just lingered in my memory, but have actually inspired change within myself and across KG:

And to quote myself quoting the panel:

The question that a session attendee asked the panel that still haunts me is: How can we translate big enterprise B2B social media success to much smaller companies with fewer resources?

The panel didn’t have an especially confident answer on that one, which is admittedly a really tough question with which the majority of businesses across the country struggle. The idea the panel did suggest, though, resonated with me. They all stressed how successful YouTube videos have been for their enterprises, and this is something many smaller companies do not invest in, but could produce on a budget. So long as there is a direct call to action within the first 15 seconds, YouTube videos are highly effective. One reason for this is how safe it is to share a familiar YouTube link. This point was driven home this week when I found an email from Networld in my inbox that aggregated some incredibly compelling stats about video:

“89 million people in the United States are going to watch 1.2 billion online videos today.” (A second source: Comscore)
“Online video users are expected to double to 1.5 billion in 2016.” (Source: MediaPost & Cisco)
“Online video now accounts for 50 percent of all mobile traffic and up to 69 percent of traffic on certain networks.” (Source: TechCrunch & Bytemobile)

What’s more, PR giant FleishmanHillard saw the writing on the wall and this week announced they are rebranding from a traditional PR agency into a “channel agnostic” integrated marketing communications firm that will tackle digital marketing projects, including video.

SXSWi 2012 left me enlightened but exhausted. SXSWi 2013 left me inspired and recharged. The post-SXSWi zombie syndrome is always worth it to get out of my comfort zone and hobnob with the bright minds and progressive thinkers that are shaking up my industry. Ketner Group is committed to evolving with the times, staying fresh and current to bring our clients the most relevant, thoughtful counsel possible. We’re excited how far we have come—the new website, the new-and-improved PB&J blog, and the addition of the incredibly digitally-savvy Sara Lasseter—and we look forward to continuing to chart this new, more digital course through the rest of the year until SXSWi 2014, when we’ll fill up our inspiration tanks once more.